Table 2 Sample characteristics # Name*...

Table 2

Sample characteristics

#	Name*	Age	Gender	Job	Industry	Sales experience (years)	Interview length (min)
1	Claudio	37	M	Account Manager	ICT	13	22
2	Nicola	60	M	Area Manager	Food	27	34
3	Carmen	43	F	Sales agent	Automotive	8	25
4	Matteo	32	M	Sales agent	Beauty	8	25
5	Elio	48	M	Sales agent	Automotive	20	25
6	Davide	28	M	Sales agent	Pharma	5	30
7	Fabio	29	M	Pre-sales specialist	ICT	3	38
8	Francesco	36	M	Account Manager	Technical supply	10	35
9	Oliviero	64	M	Sales manager/CEO	Fashion apparel	40	48
10	Marcello	52	M	Sales agent	Technical supply	30	45
11	Gianluca	50	M	Sales manager	ICT	25	32
12	Giovanna	47	F	Sales agent	Medical devices	10	28
13	Riccardo	36	M	Area manager	Homewear	12	46
14	Giancarlo	50	M	Account Manager	Web design	20	25
15	Francesco	55	M	Sales agent	Sanitary facilities	25	20
16	Mirco	58	M	Sales manager	ICT	20	61
17	Andrea	30	M	Area manager	Business services	8	35
18	Amedeo	30	M	Sales manager	ICT	6	25
19	Fabio	39	M	Sales manager	Communication	12	42
20	Valerio	35	M	Sales agent	ICT	5	33

#	Name*	Age	Gender	Job	Industry	Sales experience (years)	Interview length (min)
1	Claudio	37	M	Account Manager	ICT	13	22
2	Nicola	60	M	Area Manager	Food	27	34
3	Carmen	43	F	Sales agent	Automotive	8	25
4	Matteo	32	M	Sales agent	Beauty	8	25
5	Elio	48	M	Sales agent	Automotive	20	25
6	Davide	28	M	Sales agent	Pharma	5	30
7	Fabio	29	M	Pre-sales specialist	ICT	3	38
8	Francesco	36	M	Account Manager	Technical supply	10	35
9	Oliviero	64	M	Sales manager/CEO	Fashion apparel	40	48
10	Marcello	52	M	Sales agent	Technical supply	30	45
11	Gianluca	50	M	Sales manager	ICT	25	32
12	Giovanna	47	F	Sales agent	Medical devices	10	28
13	Riccardo	36	M	Area manager	Homewear	12	46
14	Giancarlo	50	M	Account Manager	Web design	20	25
15	Francesco	55	M	Sales agent	Sanitary facilities	25	20
16	Mirco	58	M	Sales manager	ICT	20	61
17	Andrea	30	M	Area manager	Business services	8	35
18	Amedeo	30	M	Sales manager	ICT	6	25
19	Fabio	39	M	Sales manager	Communication	12	42
20	Valerio	35	M	Sales agent	ICT	5	33

Notes:

*All the names are fictitious to hide the actual identities of the participants.

ICT = Information and communication technology

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